Executive Director And Head Of GTx Client Solutions IBG - Sovereign Wealth Funds And Financial Sponsors

Job Description:

JOB SUMMARY / INTRODUCTION

The role holder is primarily responsible for working with WBG Coverage team in structuring GTx Solutions, managing and growing Transaction Banking business for the Sovereign Wealth Funds and Financial Sponsors Industry.

KEY RESPONSIBILITIES

• Develop, execute and refresh sales strategy for the SWF portfolio.
• Identify and develop GTx business opportunities and profitability in various industries across the UAE.
• New Business:
  Guiding the for Cash and Trade product growth jointly with the coverage teams in UAE. Execute strategic calling plans for each industry segment in conjunction with relationship managers and other stakeholders as appropriate to deepen Cash and Trade product penetration across segments assigned.
• Use of consultative approach along with the Cash and Trade knowledge and experience to design and implement suitable and innovative solutions meeting customer’s needs. Responsible for structuring trade and cash management deals and responding to RFPs.
• New Markets & Products:
  Developing insights of the markets and structuring of bespoke open account solutions (SCF & RF) and ensure a high-quality customer experience through consultative approach, design and implementing workable and innovative solutions. Responsible for structuring complex Trade deals and providing technical expertise to client base and relationship managers.
• CASA Generation:
  Structure liquidity and liabilities solutions that drive CASA growth while ensuring best-in-class customer experience.
• Regulatory Oversight:
  Manage proactively the fraud and compliance risks in the Cash and Trade business when developing solutions for clients.
• Digital Penetration:
  Facilitate conversion of all existing and new to bank customers on to FAB’s electronic channels.
• Pipeline Discipline:
  Work with coverage teams to build and maintain a strong Cash and Trade pipeline while remaining focused on deal mandate closures.
• This includes regular review and communication to the relevant stakeholders.
• Partner with coverage teams to develop quality credit proposals supporting structuring of Trade facilities and proactively managing transactional risk in an efficient and profitable manner. Ensure ancillary business in cash management is ring-fenced to FAB.
• Service Delivery:
  Ensure that customer comes first by delivering best-in-class service.
• Business Liaison:
  Maintain close liaison with intra region and cross regional stakeholders to bring about network connectivity to facilitate cross border transactions and opportunities where possible.
• Customer-lead generation/origination to increase share of wallet with existing relationships by deep selling new Cash and Trade products and support
• Coverage team to generate new revenue opportunities from new to bank clients.
• Stakeholder Coordination:
  Provide technical expertise to coverage and partner with coverage teams to develop quality proposals and RFPs that win mandates.
• Leading a team managing a portfolio of clients, taking accountability for delivering Transaction Banking Products (Cash & Trade).
• Driving Cash and Trade sales for portfolio of clients, in line with specific needs of clients. This includes participating in the budgeting process/exercise.
• Define strategy for delivery of specific revenue targets on cash and trade products, returns on risk adjusted assets and equity consistent with the Bank’s acceptable risk parameters and pricing.
• Work closely with coverage teams and make the management aware of performance gaps with suggestions to rectify and improve performance and deepen client relationship.
• Actively engage with client together with the Head of Cash and Trade Solutions & Advisory UAE and Coverage team to build Cash & Trade business for the Bank.
• Oversight of…